Extraordinary Agents Distinguish
Between Productivity and Distraction
by Joeann Fossland, Master Certified Coach, Trainer, Author
Kenny Rogers reminded us in his classic song that you need to “know when to hold ‘em, know when to fold ‘em.” In running a successful real estate practice, translate this to knowing what is a true opportunity to produce and what is a distraction.
Being busy does not translate into productivity! Many distracted agents are simply trying too hard to chase each and every lead or idea that is put in front of them. This futile chase dissipates their energy and leaves them unfocused, frantic and crisis-driven.
The distracted agent wastes money and time on things that are not the highest and best use of their talents and time. Some examples include:
- Buying technology because everyone else is buying it, not because they have determined it is a fit for their technology plan.
- Working with buyers that don’t buy because they are scared to ask for an Exclusive Buyer’s Agreement that will most certainly weed out the unserious lookey-loos!
- Choosing passive marketing and costly advertising to try to generate leads instead of calling people who know and love them.
- Sitting at the computer fine-tuning their website without a strategy to drive traffic there.
On the other hand, the extraordinary agent knows his strengths and what he takes action that will produce results. You’ll see these agents:
- Delegating items that are not dollar productive.
- Levering their time by being obvious, but not obnoxious when living their lives. Signs on their cars, wearing their nametags, sponsoring events in their farm or social circles are some of the things you’ll notice.
- Sharing leads generously with a big network of other professionals who in turn send them referrals.
- Looking for new ideas and ways of raising their standards, so that their systems and their service are constantly being upgraded.
- Planning regularly with both short and long term visions to guide and motivate them.
- Hiring coaches to help them stay focused and accountable.
- Listening to tapes, reading books and soaking up ideas from other successful people, in and outside of the real estate industry. They are life long learners.
Extraordinary agents focus their daily activities on the actions that will be most effective in the achievement of their goals. They prioritize, not by the most urgent, but rather by the most important. They know what the highest and best use of their time is and they are not apt to waste time with non-dollar productive stuff.
In the coming week, at the end of each day, review where you spent your time and determine where the distractions are. There may be some tasks you should stop doing altogether. There may be some that should be delegated. Are there some boundaries you need to set with other’s who distract you?
You can become extraordinary and zap your distractions!
Copyright Joeann Fossland. All rights reserved. Joeann Fossland’s real estate coaching programs and seminars enable her clients to focus on their brilliance, thereby increasing their bottom lines while achieving more fulfilling lives. A licensed agent since 1983, Joeann received Top Sales Agent awards for superior production. She has served on committees for her local, national and state Realtor¨ Associations and for Women’s Council of Realtors®; chaired the National WCR Trends & Technology Workgroup, and served as Director of the Tucson Association of Realtors®, AAR Director and National WCR Governor for AZ twice. For more about Joeann, visit Joeann.com and The Real Estate Game.